Volvo CE Dealer Network Changes Reflect Customer Value Strategy

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Published: Tuesday, 22 May 2018 15:52

Volvo Construction Equipment’s (Volvo CE) North American dealer network has seen a number of changes over the last year. Dealerships have changed hands, territories have expanded and new players have emerged on the scene to sell the company’s premium equipment and offer its services. The moves all help deliver customer value in three key areas: uptime, unique customer solutions and machine lifecycle value.

The new dealers that have become part of the Volvo CE network are all seasoned, veteran companies with extensive histories in their regions. They know their markets and customers well, and are uniquely capable of helping Volvo CE achieve its strategic goals. Several of the dealers have shown prior success in selling Mack and Volvo Trucks, for example, while others have long been tied to Volvo CE, but are now offering sales of its equipment.

Stephen Roy, president of Volvo CE North America, said the company’s strategy is a result of extensive market research to learn just what customers want and need from the industry, and that these dealers are well-positioned to deliver on the company’s goals.

“When I came on board as president in 2017, I immediately set out to hear from customers across the Americas,” he explained. “Customers need more uptime from their machines. They also need more consulting from our experts to come up with unique solutions to their business problems. And they want higher residual values from their equipment partners. With these updates to our dealer network, we are positioning Volvo CE to compete – and win – the market in these areas.”

The dealer network updates come at a crucial time for the industry, when innovation and new technologies are set to permanently alter the sector. The new dealers have all pledged to align their strategic priorities with the company, embracing the focus on uptime, unique customer solutions and maintaining machine lifecycle values. They have joined the entire Volvo CE dealer network in undergoing intense training with Volvo CE and a variety of third-party experts to become equipped for these strategic goals, as well as the changing marketplace.